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Negotiation in Health Care Settings

Winter Inst. term
Health Policy and Management
3 credits
Academic Year:
2020 - 2021
Mon 01/04/2021 - Fri 01/08/2021
Class Times:
In addition to 4 hours of pre-recorded lectures, this course will be offered via live zoom sessions January 4-8 from 1p-5p.
  • M Tu W Th F,  1:00 - 5:00pm
Auditors Allowed:
Grading Restriction:
Letter Grade or Pass/Fail
Course Instructor:
Pamela Davis
Frequency Schedule:
One Year Only

Addresses the basic skills needed for effective negotiation of business relationships in health care and other settings. Focuses on understanding and developing a systematic approach to preparing for, structuring, and negotiating key business relationships. Presents basic process and conflict management skills needed for effective negotiation of business relationships in health care. Also explores the ethics of negotiation.

Learning Objectives:

Upon successfully completing this course, students will be able to:

  1. Use negotiation techniques to assess, plan and conduct effective two-party and multi-party negotiations
  2. Use conflict management techniques to assess and manage two-party and multi-party conflicts
  3. Identify behavioral elements of their own negotiation and conflict handling style and analyze the potential impact of various style elements
  4. Develop and apply strategies to strengthen use of negotiation and conflict management styles and techniques
  5. Analyze others’ behavior in negotiation and conflict and apply strategies that are effective responses to those behaviors
  6. Apply ethical frameworks when engaging in negotiation
Methods of Assessment:

This course is evaluated as follows:

  • 20% Participation
  • 15% Written Assignment(s)
  • 15% Written Assignment(s)
  • 25% video Analysis
  • 25% Final Exam

Enrollment Restriction:

undergraduate students are not permitted in this course

Instructor Consent:

No consent required

Special Comments:

This course will be offered remotely with a mix of asynchronous lectures and 5 synchronous zoom sessions. Students are required to listen to lectures prior to the start of class. Final exam is due by February 5, 2021.